International Propane Panel John Walsh, Moderator Eric Naddeo Reinhard Schödlbauer Neil Murphy. October 17,

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1 International Propane Panel John Walsh, Moderator Eric Naddeo Reinhard Schödlbauer Neil Murphy October 17,

2 Characteristics Customer segments: U.S. Europe Bulk delivery business (250 1,000 gallons) Cylinder exchange Motor fuel forklifts Motor fuel over the road autogas Competitive Landscape U.S. Europe Fragmented market Larger share / fewer independent marketers Pricing/Margin Management: U.S. Europe Frequent changes (daily/weekly) Less frequent (evolving to US model) Competitive Advantages: U.S. Europe Scale Hub and spoke truck-based delivery logistics Risk management credit and supply Safety Customer service October 17,

3 Domestic UGI s Propane Businesses International Brand Countries of operation 100+ local brand names U.S. France, Belgium, Netherlands, Luxembourg, Austria, Poland, Czech Republic, Hungary, Slovakia, Romania, Switzerland, Norway, Sweden, Denmark, Finland, U.K. Approx volume (gallons) Forecasted EBITDA (in USD) >1.2 billion (retail) >100 million (wholesale) >600 million (retail) > 80 million (wholesale) $630-$660 million ~ $200 million Major Competitors Volume segments Ferrellgas, Suburban, 3,500 independent marketers Cylinder ~ 18% Bulk ~ 74% Autogas na Wholesale ~ 8% Total, SHV, DCC, MOL, Flogas, Calor, Vitogaz, Independent marketers Cylinder ~18% Bulk ~62% Autogas ~8% Wholesale ~12% October 17,

4 European Economic Environment Economic outlook Scandinavia / Central Europe flat to modest growth France and UK GDP growth: flat No exposure to Southern Europe GDP Forecasts For UGI European Operations 1 %y/y France 0.1% 0.6% Emerging Europe 2.8% 3.2% U.K. -0.6% 1.4% Fuel consumption patterns Propane distribution is a basic need for heating, cooking and industrial processes (i.e., a resilient business that can withstand economic downturns) UGI response All entities across Europe share best practices Unit margin management is a core competency in Europe, just as it is in the U.S. AvantiGas is a new brand: additional opportunities for penetration into new markets 1 Forecasts provided by JPMorgan Economics & Policy Research October 17,

5 Unit Margin Management Intl. Propane has demonstrated the ability to manage margins in various cost environments this is a core strength of all of UGI s Propane businesses Propane Unit Margins ( /T) Antargaz Margin History Avg. Platt s Cost ( /T) Avg. Platt's Cost Propane Unit Margins October 17,

6 UGI Europe Growth Initiatives ORGANIC GROWTH: Heating Oil to LPG conversions in select countries Core bulk segment Penetration of new LPG markets in U.K. Residential customer growth in Poland Composite cylinder for specific channels Commercial bulk business in Poland and Scandinavia Expand natural gas marketing segment Piped network development in France and Poland ACQUISITION GROWTH: Pursue opportunities to enhance position in current markets Potential to build-out position in Northern and Central Europe October 17,

7 Eric Naddeo Antargaz October 17,

8 One of the largest LPG Distributors in France Large customer base: ~200,000 bulk customers ~300 MM gallons Over 3 million cylinder customers 24% market share Gent Cuijk Diegem Competitive advantages: Independent supply structure Customer density = efficiency Strong logistics organization Queven Vern Donges Niort Le Havre Courbevoie St Georges St Barthélemy Ris Massay Nannine Valenciennes Waime Habay s Bertrange Genlis Herrlisheim Bourogne Focus on: Customer satisfaction Innovation Developing new market segments Nérac Lacq Head office Fully owned facilities Partially owned facilities Filling plant Seaborne import facilities with primary storage Ambès Gimeux Calmont Loriol Lavera October 17, Cournon Boussens PLN Feyzin Domène La Garde Ajaccio

9 Impact of Shell LPG acquisition Recent Benelux acquisition consolidates Antargaz s position Strong position in both cylinder & bulk segments (approx 50 million gallons) Market leader in Belgium, Luxembourg, significant share in Netherlands Portfolio of over 35,000 bulk customers and 1,000 cylinder retailers Synergies between France and Benelux: Marketing (Brand name, product development) Supply, industrial plants, logistics Development of new markets (Nat gas) Potential growth: Heating oil conversions Natural gas Netherlands Belgium Luxembourg October 17,

10 Market Position Strong market position combined with steady profitability enables ambitious growth programs Stability of the customer base: Bulk Long term contracts Low churn rate (3%) Average length of customer relationship: 15 years Cylinder Close links with the supermarket chains Presence in 7,700 points of sale Successful partnership with the Carrefour Group Complete range of products to meet all consumer needs October 17,

11 Natural gas A new and promising market: Antargaz has been authorized by the government as a new natural gas supplier the only propane company active on the gas market Antargaz is focused on the most profitable segment of the market: the 700,000 small and medium C&I consumers Similar approach to our US strategy Over 4 million Dth in contracts signed in 2012 Antargaz has developed a strategy of sales, marketing, and supply/it resources to assure steady growth In a fully deregulated market, Antargaz should be able to convert approximately 10 % of C&I market available to alternative nat gas suppliers Expected annual EBITDA contribution of 2 MM to 5 MM over next several years October 17,

12 Market position A track record of increasing market share while maintaining strong margins 25% 24% Butane cylinder 1200 /Ton Gross Margin 23% 22% 21% % 19% % Propane cylinder % % 400 FY07 FY08 FY09 FY10 FY11 FY12 22% Propane Cylinder Propane Small Bulk Butane Cylinder All LPG segments average October 17,

13 Conclusion A strong, well-known brand Significant market share of French LPG market Strong market position in all segments A focus on innovation and flexibility Continue to seek new growth opportunities in the LPG and natural gas markets October 17,

14 Reinhard Schödlbauer Flaga October 17,

15 FLAGA Group A leading LPG distributor in Central, Eastern & Northern Europe Over 200 million retail gallons sold annually Operating in 11 countries 900 employees Headquartered in Vienna, Austria 20% 21% Cylinder Bulk Autogas 59% October 17,

16 FLAGA from a family business to an Industry Leader Founded by Adolf Bauer Acquired by UGI Corporation, established footprint in Europe Establishment of a Subsidiary in Switzerland Acquisition of BP Czech Gas Acquisition of PROGAS Austria, establishment of J/V in SK, PL, HU, CZ and RO Acquisition of the remaining 50% of JV Acquisition of Shell Gas HU and PL and BP Gas DK Acquisition of Shell Gas Scandinavia October 17,

17 Impact of Shell LPG acquisition October 2011: Acquisition of Scandinavian SHELL LPG businesses - FLAGA / UGI now has a significant presence in Scandinavia Integration update: Detailed integration plan executed and completed August, 2012 Headcount reduction ~ 25% Current status: Operational merger and integration complete No customer loss during integration process Converted to FLAGA / UGI philosophy and processes Will achieve all major pre-acquisition expectations October 17,

18 Growth Opportunities in Poland Economic data: GDP growth forecasts: % % % Debt/GDP around 56%, forecast at 50% in 2014 Market: Third largest LPG market in Europe ~ 1.2 billion gallons Market consolidation under way small regional players UGI acquired Shell Gas Poland in 2011 Size of UGI Poland: over 65 million gallons and growing ~ 38 million pop ~41 million pop ~ 120,000 sq mi ~110,000 sq mi Significant Growth Opportunities: Highest number of new bulk installations in Europe Growing commercial / industrial segment Piped networks for small communities and developments Largest shale gas field in Europe October 17,

19 FLAGA Mid-Term Growth Opportunities Mid-Term Opportunities Increase customer density in our existing markets Customers conversions from heating oil (Scandinavia) Organic growth in developing Eastern European markets like Poland and Hungary Tuck-in acquisitions Expansion into new markets, i.e. Germany Potential volume growth of >100 million gallons October 17,

20 Neil Murphy AvantiGas October 17,

21 AvantiGas Overview AvantiGas Established October 2011 Formerly Shell Gas UK (LPG) Market segments: Aerosol, Agriculture, Commercial, Domestic, Industrial >130 MM gallons 42% bulk 57% wholesale 1% autogas 13% Bulk LPG Market share Strong supply position Nationwide coverage October 17,

22 AvantiGas Overview Both geographic and industry growth opportunities: New geographies (Northern Ireland, Ireland, Scotland) Residential bulk expansion Expansion into new market segments Bulk LPG tonnage 850,000T BP 12% AvantiGas 13% Other 10% Flogas 21% Calor 44% October 17,

23 Deliver the acquisition business plan Pursue segment-specific growth Future Developments for AvantiGas Leverage Pan-European position of UGI to: Develop a culture of best practice-sharing Increase coverage of new geographies Evaluate cylinder position in UK market Drive value from unique market sectors - Aerosol Selective acquisitions October 17,

24 Questions? October 17,

25 Appendix October 17,

26 International Propane: Income Statements Year Ended September 30, (millions of dollars, except where otherwise indicated) Revenues $ $ $ 1,124.8 $ $ 1,059.5 $ 1,488.7 Cost of sales (517.2) (388.6) (651.9) (429.5) (582.1) (970.8) Total Margin Operating expenses, net of other income (266.9) (272.4) (311.4) (317.9) (300.0) (361.2) Depreciation and amortization (42.1) (44.9) (54.7) (56.5) (60.4) (70.6) Operating income Loss from equity investees (2.2) (3.8) (2.9) (3.1) (2.1) (0.9) Interest expense (24.8) (25.2) (29.7) (26.6) (25.4) (28.2) Income before income taxes Income taxes (28.2) (19.2) (20.7) (43.7) (30.4) (15.7) Noncontrolling interests 3.0 (1.4) (1.2) 0.3 (0.3) (0.3) Net income attributable to UGI $ 67.1 $ 44.9 $ 52.3 $ 78.3 $ 58.8 $ 41.0 October 17,

27 Investor Relations: Hugh Gallagher (x1029) Simon Bowman (x3645) October 17,

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